How HRM control affects boundary-spanning employees’ behavioural strategies and satisfaction : The moderating impact of cultural performance orientation

This study examines how cultural performance orientation moderates the influence of human resource management (HRM) controls on boundary-spanning employees’ behavioural strategies and satisfaction.HRM control; national culture; performance orientation; boundary-spanning employees; salespeople

Does marketing and sales integration always pay off? evidence from a social capital perspective

Building on social capital theory, the authors view the marketing and sales interface as a set of inter-group ties and investigate how firms (1) generate value from inter-group relationships and (2) develop the social capital embedded in these relationships. Their findings suggest that social capital enhances, but can also limit, a firm’s performance depending on the characteristics of its customers. Their results also demonstrate that managing the marketing and sales interface at different levels of customer concentration is critical to the success of a firm’s performance.Marketing organization; sales organization; interface; social capital theory.

The effects of a salespeson's utilities on optimal sales force compensation structures

Marketing analytical studies of optimal salesforce compensation policies typically rely on a set of restrictive assumptions. In this paper, a model of decentralized salesforce compensation is developed, wherein some of the classical assumptions are challenged. Response Surface Methodology is used to optimize decentralized compensation policies over a set of simulated conditions. The proposed approach is then illustrated with two empirical applications in artificial and real settings. The objective is to provide some preliminary evidence about decentralized structures and to recommend salesforce compensation policies

Culture and career advancement in Europe:: Promoting team players vs fast trackers

This paper reports the results of a study of the cultural influences on career systems and job promotion. The authors report the conclusions reached during the first phase of a large European study on managerial decision-making. Nearly 300 managers participated in this phase, which surveyed 25 firms from the financial sectors of France, Germany, Italy, Spain, and the United Kingdom. Models built upon Sonnenfeld and Peiperl's11 career typology and on Derr 12 and Evans et al. 13 cultural career maps are examined. The results of this study indicate that nationality is a good determinant of the choice of internal or external promotion systems. It also finds that individual self-interest remains an important factor in managerial decision-making. The authors conclude that human resource programs designed to standardise career management policy across Europe may fail because of intentional and unintentional barriers.Cross-cultural values Career management Internal promotion External promotion International management International career management Cross-employer career paths International human resource management

Sales And Marketing Integration: A Proposed Framework?

In this paper, we identify sales and marketing activities and common impediments to their integration. We then discuss the concept of sales–marketing integration and distinguish it from related concepts such as involvement and communication. Following this, we discuss approaches businesses can use to improve sales–marketing integration as well as their potential costs and drawbacks. The paper concludes with a set of propositions identifying the conditions under which sales–marketing integration has the greatest impact on firm performance. © 2005 PSE National Educational Foundation. All rights reserved

The embedded sales force: Connecting buying and selling organizations

Sales force, Relationship, Embedded,

D’une Antiquité l’autre

La littérature antique classique dans les bibliothèques : tel est l’intérêt partagé qui réunit dans cet ouvrage littéraires, historiens du livre et chercheurs d’horizons divers pour confronter leurs regards et leurs méthodes. Avec l’Antiquité classique, c’est une tradition qui est donnée à examiner une tradition fondatrice des études littéraires, mais surtout d’un système d’éducation et de pensée, qui à certains moments se confond avec la culture elle-même : l’intense renouvellement qu’elle permet, et son lent et progressif affaiblissement à la fin de l’Âge classique méritaient d’être pris dans le temps long, du xve au xixe siècle. À partir des bibliothèques et de leur histoire se dessine une histoire du « goût antique », celui des estampes comme celui d’une littérature dont les auteurs canoniques évoluent au fil du temps. On y entend les échos d’une histoire intellectuelle, celle des méthodes de classement et de stratification des savoirs, celle qui définit la place de l’Antiquité – et de la littérature – dans l’enseignement. On y lit également une histoire du dialogue qui s’est noué de tout temps, et plus particulièrement à la Renaissance, entre les anciens et les modernes. Histoire culturelle encore, qui renvoie à la formation de l’honnête homme comme à celle de l’homme de l’art, et illustre la force des canons bibliophiliques ou des modes et impératifs sociaux au moins autant que les goûts individuels